Don Pelto, DPM - Podiatry Practice Mastery

Episode Description

What if the fastest path to a million-dollar practice isn’t more patients—but better awareness of what happens inside each day? In this episode, Don walks through a real Monday using what he calls the Million Dollar Minute: deliberately tracking patient encounters, treatments, and downstream value.

Using a mix of shockwave therapy, orthotics, nail procedures, injections, in-office surgery, and self-pay services, Don breaks down how intentional sequencing, patient education, and systems thinking reduce resistance and increase both outcomes and revenue. He also shares why timing matters—especially with orthotics, shockwave, and follow-ups—and how simple operational habits add up.

The episode closes with marketing reflections, including website lead magnets, outsourcing digital work, and how small strategic changes can compound without adding clinical stress.

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Timestamps

• [00:00] Introduction & the “Million Dollar Minute” concept

Why Don started tracking entire days—not just procedures—and how this reframes revenue awareness.

• [01:05] MVP patient strategy: shockwave → orthotics

Using visit timing to reduce resistance and improve long-term outcomes.

• [02:15] Nail care, KeryFlex, and delegation decisions

Pricing, follow-ups, and why some services are better delegated.

• [03:10] Shockwave therapy case mix & progression

Neuromas, tendonitis, metatarsalgia, and visit sequencing.

• [04:05] Complex pain cases: imaging, injections, and uncertainty

Managing OCDs, neuromas, and staged decision-making.

• [05:00] In-office procedures & risk awareness

Nail avulsions, Anodyne/AniFix staging, amputations, and neuropathic patients.

• [06:10] Orthotics, equinus, and conservative care systems

Pairing devices with stretching, splints, and patient compliance.

• [07:05] Pediatric and routine follow-ups

Warts, ingrowns, calluses, and efficient care flow.

• [08:05] Injection-heavy visits & surgical planning

Managing expectations when surgery is coming but pain needs control now.

• [08:55] Marketing systems & website lead ideas

Outsourcing SEO, ads, and introducing a simple “foot quiz” lead magnet.

• [09:35] Closing thoughts

Why tracking days—not just totals—changes how you practice.

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Key Takeaway

Tracking a full clinical day with intent reveals where systems, timing, and patient education quietly drive both better outcomes and higher-value care—without seeing more patients.

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If this episode sparked ideas about how you structure visits or track your day, share what you’re testing or refining in your own practice—we’d love to hear what’s working for you.

🎙️ Podcast Description

Have you ever hesitated to bring a new product into your practice because it felt like “one more thing” for an already busy team? In this episode of Podiatry Practice Mastery, Don walks through his real-world decision process for introducing a new product—what worked, what caused friction, and what he’d change next time.

Using his early experience with EBM Medical as a case study, Don breaks down how to evaluate vendors, reduce staff overwhelm, protect patient trust, and decide whether a lower-dollar add-on is actually worth the squeeze compared to higher-value treatments like shockwave and orthotics.

This is a practical, unfiltered look at product integration from a busy, multi-doctor practice—not a sales pitch.

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📌 Key Topics Covered (Accurate Timestamps @ 169 WPM)

[0:00] Why adding new products feels risky in a busy practice

The challenge of decision-making in a multi-doctor, multi-office environment.

[1:35] Why EBM Medical stood out as a vendor

What Don looks for in companies that approach practices the right way.

[3:00] Involving all partners before making product decisions

Why unilateral decisions fail in group practices—and what works better.

[4:30] Drop-shipping vs in-office dispensing

Why patients don’t follow through when you send them “somewhere else.”

[6:10] Early wins: how Don is using EBM products clinically

Anti-inflammatory options, fibromas, Raynaud’s, neuropathy, and realistic expectations.

[8:20] The 3-month trial mindset (and why follow-ups matter)

Using products to create accountability and meaningful reassessment visits.

[9:45] Trying products without committing to inventory

Testing Tin products before deciding whether to stock them in-office.

[11:00] Friction points: logins, training, and workflow disruption

What slowed adoption—and how vendors could improve onboarding.

[12:40] Favorites lists and standardizing usage across doctors

How shared favorites reduce confusion and speed adoption.

[14:05] What vendors should teach (but usually don’t)

Why short “how-to” videos and real doctor protocols matter.

[15:45] Notification overload and managing rep communication

Where enthusiasm turns into friction.

[17:00] Prescribing vs selling: patient psychology matters

Why “I’m prescribing this” feels very different than “buy this on the way out.”

[18:45] Marketing integration: protocols, follow-ups, and perception

Where these products fit—and where they don’t.

[20:10] The real question: is the juice worth the squeeze?

Comparing $60 products to $600–$1,500 treatments and deciding where to focus.

[22:10] Website links vs direct prescribing

Why Don prefers prescription-based credibility.

[23:30] Final thoughts + invitation for peer feedback

Asking other podiatrists what’s working (and what isn’t).

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🎯 Core Takeaway

New products should reduce friction, not add it. If they don’t fit cleanly into your protocols, explanations, and follow-up structure, even “good” products can become distractions.

🎧 Podcast Description

In this episode of Podiatry Practice Mastery, I walk through my November 2025 one-page report — what actually moved the needle in my practice, what flopped, and how I’m trying to 10x revenue per patient without turning my clinic into a sales floor.

I share why our online reviews crashed when we tried to let our EMR “do everything,” how a simple switch back to Swell brought us right back to 60–80 reviews a month, and how I’m baking referrals directly into our orthotic experience with simple cards and a small “wow” package.

Then I get into the uncomfortable part: going from ~$200 per patient to $2,000+ by stacking packages, simplifying into good-better-best, and working on my own conviction around orthotics and premium care. I’ll also talk about where laser and AI scribes do and don’t fit in the real world of a busy podiatry clinic, and why I’m building an asynchronous coaching model instead of classic Zoom-heavy masterminds.

If you’re already busy, sitting around $600–700K, and trying to figure out how to break the million-dollar mark per provider without burning out, this one is for you.

🔑 Key Takeaways for Colleagues

• Tight review automation beats “all-in-one” tools. Too many steps in the Clara review flow tanked our numbers; a simple Swell re-activation bounced us back to 60–80 reviews/month.

• Patients buy outcomes, not products. Reframing shockwave + orthotics as a single ~$2,000 “get better and keep it from coming back” package creates far less resistance than selling orthotics à la carte.

• Good-Better-Best is clearer than giant menus. Moving from dense treatment sheets to 3 simple pathways (insurance-only, advanced, premium stacked care) makes it easier to ask for $3K+ packages with a straight face.

SEO keywords (for colleagues): podiatry practice mastery, million dollar podiatry practice, shockwave and orthotics package, Swell vs Clara reviews, podiatry good better best offer, Ben Hardy Time Is a Tool, 10x revenue per patient, asynchronous coaching for podiatrists

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⏱ Timestamps

• 00:00 – Why I still do a monthly one-page report

Accountability, sharing with other docs, and setting up the November focus.

• 00:38 – Fixing review automation and dominating local search

Swell vs. Clara, how one “small” change tanked reviews, and what actually works.

• 02:39 – Referral request cards & orthotic “gift bag” strategy

Water bottle, socks, referral card — and why I attach referrals to high-value visits.

• 03:36 – November KPIs: crossing the million-dollar pace

Hitting $107K for the month vs. the $80K target and what that means going into 2026.

• 05:44 – Ben Hardy’s ‘Time Is a Tool’ and 10x patient value

Shrinking timelines, moving from $200 to $2,000 per patient, and why that’s more about mindset than CPT codes.

• 07:01 – From treatment sheets to Good-Better-Best packages

Insurance-only care, $2K shockwave + orthotics, and a $3,500 stacked premium pathway.

• 09:43 – AAPPM takeaways: stacking treatments & using laser

Shockwave + laser + amnio, and how I’m trying to keep the explanation simple in the room.

• 12:08 – Why I’m not switching to an AI scribe (yet)

Quality of life vs. cost, and why I don’t want to be the guinea pig while my human scribe is working well.

• 12:46 – Outsourced content, B-roll, and paid traffic tests

Repurposing these audios into IG/TikTok, and running small AdWords campaigns to push the Million Dollar Blueprint.

• 14:12 – Building an asynchronous coaching model for podiatrists

Helping 100 docs via app-based, on-your-own-time coaching instead of weekly Zooms.

• 17:04 – The big 2026 goals and incentive-based coaching

Getting comfortable asking for $3K packages, 100 docs in 90 days, and using Hormozi-style incentives so people actually do the work.

In this episode I’m unpacking my 12 big takeaways from AAPPM 2025 in Fort Lauderdale—not as theory, but as concrete changes I’m making in my own clinic.

I talk through how I’m prioritizing ideas after the meeting (so they actually get implemented), why I’m finally putting prices on my treatment sheets, how I’m repositioning orthotics as “recurrence prevention” instead of a bolt-on, and what I’m doing with guarantees for shockwave and laser that don’t involve handing money back.

I also share how I’m re-thinking fungal nail laser (again), how I’m stacking Remy/Cutera laser on top of shockwave and amnio for a true regenerative package, and the exact wording I picked up from other docs for handling “that’s expensive” conversations without getting defensive.

Then we get into fat pad injections (LipoSana), biopsies/ultrasound for ulcers, knowing your cost per visit, and the big one: getting staff to run shockwave/laser so you can buy back time and still grow.

If you were at AAPPM and heard something different you’re implementing, email me—I’d love to share more of these real-world playbooks with the Podiatry Practice Mastery community.

SEO keywords: AAPPM 2025 — podiatry practice management — treatment sheets with pricing — shockwave and laser stacking — regenerative medicine in podiatry — fungal nail laser protocol — guarantees for cash services — fat pad injections — practice overhead per visit — delegating shockwave to staff

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⏱ Episode Timestamps

• 00:00 – Why I love AAPPM and what this episode covers

• 01:00 – Takeaway #1: Beating conference overwhelm with A/B/C lists and A1–A3 priorities

• 03:00 – Treatment sheet upgrades: prices, A/B options, and “prevent recurrence” positioning

• 05:00 – Presenting orthotics at visit #1 and bundling them with shockwave (from $1,500 → $2,100)

• 06:30 – Takeaway #2: Rethinking fungal laser as a “maybe” with case-study pricing and stricter protocols

• 08:00 – Takeaway #3: Stacking laser on top of shockwave (short-acting vs long-acting explanation to patients)

• 09:30 – Takeaway #4–5: Regenerative medicine pearls and building real guarantee language into offers

• 11:00 – Takeaway #6: Better phrasing in the room—mask vs heal, curiosity questions, and handling “that’s expensive”

• 13:00 – Takeaway #7–8: Ultrasound and biopsy for stubborn ulcers + LipoSana for fat pad atrophy

• 14:30 – Takeaway #9–10: RSDi readers, M&M prescription jars, and relationship-building with offices

• 15:30 – Takeaway #11: Calculating cost per visit and deciding what you should never be doing

• 17:00 – Takeaway #12: Having staff run shockwave/laser and buying back your own time

• 18:30 – Wrap-up: If you were at AAPPM, send me your best takeaway and I’ll share it with the group

Most of what moves a practice isn’t fancy surgery—it’s systems that stack. In this month’s one-page report I cover what worked, what flopped, and what I’m doubling down on: a review engine that finally reversed our dip, a clean “Shockwave + Orthotics” bundled offer, and a simple automation cadence that’s pushing urgent-care traffic and Google Business visibility. I show real ModMed numbers, share the ad workflow my offshore team runs, and the FAQs I now hand patients so staff isn’t stuck re-explaining the same thing 20 times a day.

If you want me to walk you through seven specific revenue levers you can turn in 30 days, email me—happy to hop on and map it out with you.

SEO keywords: podiatry practice growth — Google Business optimization — shockwave therapy bundle — orthotics upsell — review management Swell — ModMed reports — urgent care marketing — patient FAQs

• 00:00 — Why I do a one-page report and what changed in October

• 00:34 — Local search “automation to dominate” and where it’s landing

• 01:24 — Cosmetic vs non-cosmetic mix in ModMed — shockwave still the driver

• 02:29 — Monthly payments trend and the $80k/month personal benchmark

• 03:15 — Worcester vs Westborough encounter split (what the data says)

• 03:55 — Ad workflow: SubMagic captions → YouTube/TikTok → urgent-care page

• 04:50 — Higher-quality “longs” and why pro edits are outperforming my shorts

• 06:03 — New offer: $2,000 Shockwave + Orthotics bundle — plus a $60 downsell

• 06:51 — Reducing churn by building referral sources vs single-patient asks

• 07:23 — Asking “why not?” when patients decline — money vs belief

• 07:44 — Laminated FAQs for Shockwave, Swift, and Orthotics (and how I use them)

• 08:14 — Pre-visit video (VSL) to set expectations before they arrive

• 08:45 — Offshore team’s Google Business playbook: posts, Q&A, descriptions

• 09:51 — Review recovery: why we ditched Clara and went back to Swell

• 10:56 — The graph that mattered: reviews per month by year

• 11:59 — Next steps: per-doctor profiles + article on reviews + 7-lever sessions

• 12:48 — Open invite: email me for a 30-day revenue plan (free)

Here is a replay from an interview I did on podiatry marketing podcast. If you like it check out their podcast.

https://www.podiatrymarketing.com

How can delegation, automation, and better review systems help grow your (podiatry care) practice beyond the million-dollar mark? In this episode of Podiatry Practice Mastery, I share my October 2025 one-page report—covering delegation wins, digital media upgrades, and new review automation systems that are transforming our local visibility.

What You’ll Learn in This Episode

How delegating marketing tasks to a virtual assistant increased execution speed

Setting up urgent care postcards, ads, and landing pages that actually convert

Tracking cost-per-patient and lifetime value inside ModMed

Using YouTube Shorts and XOGO screens to educate patients in the waiting room

Building a powerful review system to dominate Google search

Why I paused daily podcasts to focus on higher-value projects

How AI tools like Hormozi’s “Money Models” bot are reshaping my business ideas

Why You Should Listen

If you’re a podiatrist looking to automate your marketing, boost reviews, and delegate effectively without losing control, this episode gives you a behind-the-scenes roadmap from a real six-figure monthly producer.

Intro

What’s the best shockwave device to buy for your podiatry practice? In this episode of Podiatry Practice Mastery, I break down my experience with Storz (focused and radial) and Softwave devices, plus practical advice on pricing, insurance coverage, and sales strategy.

What You’ll Learn in This Episode

Why you shouldn’t base your device choice on insurance coverage

Pros and cons of Storz focused vs. radial shockwave devices

Where Softwave excels and its hidden drawbacks

Key differences in sales approaches between vendors

Why buying high quality pays off long-term

Tips for trialing devices and building patient confidence

Why You Should Listen

If you’re weighing shockwave investments, this episode will help you cut through sales hype and make a confident choice that grows revenue and delivers lasting patient outcomes.

Key Topics Covered

[0:01] Listener question: choosing a shockwave device

[0:45] Insurance coverage reality check

[2:05] The Storz advantage: reputation and conferences

[3:45] Radial vs. Focused—when each is most useful

[5:12] Pros and cons of Softwave technology

[7:00] Cost differences and hidden expenses

[8:30] Why buying high-quality devices matters

[9:40] Avoiding the “cheap device trap”

[10:25] Free resources: Practice Formula and Million Dollar Club

👉 Listen now to learn how to confidently select the right shockwave device for your podiatry practice—and avoid costly mistakes that slow your growth!

Intro

How can a podiatrist stuck at $600K in production scale to $1M without seeing more patients? In this episode of Podiatry Practice Mastery, I coach Kentston Cripe through batching routine care, rethinking pricing, and adding profitable cash services in his (podiatry care) practice.

Batching routine nail care into single-day clinics
Why increasing patient volume isn’t always the answer
How to confidently price and sell custom orthotics
Structuring and selling shockwave as a 6-session package
Using reviews to attract more new patients and build trust
When and how to opt out of low-paying insurance plans

If you want to grow your (podiatry care) practice without burning out on volume, this episode offers clear strategies on batching, cash services, pricing, and patient communication that directly increase profitability.

[00:22] Breaking down daily schedule and patient volume limits
[02:17] Confronting the challenge of 50% routine nail care
[03:20] Transitioning to “Toenail Tuesday” or batched CNC clinics
[06:14] Nail trimming and callus care: covered vs. cash pay
[10:28] The mindset shift to confidently charging patients
[12:05] Choosing between radial and focused shockwave devices
[15:17] Why offering only full 6-session shockwave plans works
[18:12] Using free trial sessions to build confidence and testimonials
[18:41] Opting out of low-paying insurance plans with courage
[20:13] Pricing orthotics: why higher is better and how to anchor value
[23:40] Avoiding OTC orthotics to keep focus on high-value services
[26:27] Review systems: why automation is essential for growth

👉 Listen now to learn how to restructure your schedule, raise your cash service game, and build a thriving podiatry care practice that scales beyond $1M without adding more patient volume!

What You’ll Learn in This EpisodeWhy You Should ListenKey Topics Covered

I’ve been thinking a lot lately about the rhythm of this podcast. Putting out short daily episodes has been helpful for me to process cases, but I realized it may be too much for many of you to keep up with. Most of us don’t have an hour every week to listen unless we’re commuting daily. So I’m testing a new format: fewer episodes, but deeper dives.

In this episode, I walk through a variety of recent patient cases—everything from Swift for painful IPKs to using Anifix for nail corrections—and reflect on how treatment sheets and protocols help simplify patient conversations. You’ll also hear why I think “dynamic demonstrations” (like calf rolling for equinus) can turn skeptics into believers.

3 Takeaways:

• Treatment sheets with clear upsell/downsell pathways make patient decisions—and associate training—much smoother.

• Swift can be an option for stubborn IPKs, though I’m still gathering experience and feedback.

• Demonstrating calf stretching tools in-office helps patients “feel” why night splints and stretching matter.

Keywords: podiatry practice growth, Swift therapy, IPKs, equinus treatment, treatment sheet protocols, podiatry podcast